資源描述：
《簡約的藍條PPT模板》由會員上傳分享，免費在線閱讀，更多相關(guān)內(nèi)容在教育資源-天天文庫。
1、資料PPT中國PPT資源網(wǎng)www.1ppt.com收集提供,版權(quán)歸原作者所有Strategy,Sales,&SalesManagementStrategy,Sales,SalesManagementB2BSalesManagement101B2BSalesStrategy101B2BSalesCaseStudy:GrooveSales&StrategyReadingListB2BSalesManagement101--HarshRealityB2BSalesManagement101–TheNumber“Quarteritis…”
2、“Thesunrises&setsonthequarter”B2BSalesManagement101–SalesRepresentativesSalesRepProfilePersonable,buildstrustHighenergyAggressive/”edge”StreetSmart(v.book-smart)Listeners/nonverbalMotivatedbymoney80-20ruleCompensationBase$90k-$100kCommission$125k(plusdraw)0%-50%quota=
3、x%;50%-100%quota=2x%;>quota=3x%Stockoptions–lessimportantPresident’sClubTopreps’pay>CEO’sMeasurable&Accountable–highturnovertoleratedB2BSalesManagement101–StrategicSellingBODCEOLOBLOBLOBLOBLOBITFinancePurchasingLegalVPEnterpriseApps…BusIT…BusIT…BusIT…BusIT…BusITVPEnte
4、rpriseInfraCTOEtcNuclearunitSR,SE,Cnslt,MgmtPowerSellingChampionsCoachesEconomicBuyerIT,LOBIT,LOB,PrchsgLegal,Finance,BODFindPain,Find$Askquestions/listen/non-verbalB2BSalesManagement101–PredictingTheFutureIQI-HtopSbuHSUSPECTS(HubSpot,WSG;PPCMVT)moM.caPROSPECTSecrrkoe
5、(Email,URL,Source,HI-IQEmailNurture)FstinleagSLEADS(Phone#,LeadConversionEvent)mSoa.cleOPPORTUNITIESecsr(Demo/Trial,3perdayperrep)oFsleaSNEWCUSTOMERS(CC#andAuthorization)SCuerUnsatisfiedSatisfiedsvtoicCHI<70CHI>70meerB2BSalesManagement–PredictingtheFutureTheFunnelVisi
6、torsProspectsLeadsOptsB2BSalesManagement101--PredictingtheFutureTheForecastCurrentQuarter'sForecastSalesQualifiersProbAdjustmentsRepAccountClosedLikelyUpsideQ+1PEDDICCRD%VP%FcstUpsideeCommerce248,40547,25015,00010,0009,0259,000InsideSales207,90010,000--1,000-SalvaArmy
7、:Stryker125thTFOlympia151,662-----McPartlandKPMG-Services150,000-----BlackBAH/Centrix78,183-----OkadaNG/StateNearEastBureau62,894-----OkadaCARE60,266-----FosterTyco-software56,389-----MarcusCADeptofJustice56,279-----WilsonMicrosoft54,856-----37,021-----SmithSPAWAR-DM,
8、B/USvr36,794-----BlackDARPA(SAIC/Hicks)32,218-----TyreEDS28,265-----FosterPraxair23,977-----MarcusStateofFL22,943-----Shartz
